Direct Selling For Dummies
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If someone seems unsure about booking in your direct sales business, you should ask a series of three power questions that will get them to say yes. These three yesses will remind your guest how much they enjoyed the party and help lead them toward saying yes to booking a party:

  • Did you have fun?

  • Are there any products that you want but couldn't get tonight?

  • Do you think your friends would enjoy this experience?

When they have answered yes to these questions, you want to help them make a decision by offering choices. For example, ask your customer what works best for them — weekends or weeknights? And continue to narrow down a date from there. Aim to get three confirmations:

"Okay Michelle, if you were to have a party what would work better — a weekday or a weekend?
"Weekends are perfect. Would you prefer a Friday night, a Saturday morning, or a Sunday afternoon?
"Sunday afternoon? Would you prefer 1 p.m., 2 p.m., or 3 p.m.?
"3 p.m.? Great! I have Sunday, January 25th and Sunday, February 8th. Which works best for you?
"Okay, it sounds like the 25th at 3 p.m. sounds good for you. I will do the majority of the work, so why don't we go ahead and book it? It will help Kim" — the current host (say this is if your company offers booking gifts for hosts whose guests book a party) — "and your friends will love it."

By following this process of choices, customers come to their own conclusions with a little bit of help from you.

All these suggestions will prove helpful in maintaining your calendar and controlling your business . . . and your paycheck.

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